When a parent takes a spot it is there's and costs them money to have it. If you offer it for free, or at a reduced rate then this becomes a financial loss to you, not them. They may not need the spot yet but to secure it they need to pay for it and it prevents someone else from having it who very well may want it earlier and be willing to pay full price immediatly . If this doesn't work out and another family enquires next week for a May start would you accept them? If so, then you are losing income by holding that same spot for 4 months at a reduced cost when someone else could pay you that much earlier at full price. Obviously you don know if someone else will want to start earlier, but by holding it till September you remove the possibility and option for this at your expense. If you would not take a child on before September regardless of when they would start then it's different, but if it is a case of enjoying the benefit of a lighter load over the summer, or wanting the income if an earlier enquiry comes in then you need to charge for the spot.